Why Your Clients Should Be Buying Flea, Tick and Heartworm Products from YOU

From our May 2012 newsletter:

Fewer sales of flea and heartworm products are much more serious than cheaper prices down the road. It is a full-on assault by larger chain companies to steal veterinary business – not just products – from private practitioners. This tacit acceptance by veterinary practices that a certain portion of sales will inevitably go to online retail stores and large discount emporiums is a direct reflection of our dwindling faith in the education, service, accessibility and commitment we have to our clients. It means that we, too, have fallen under these large retailers’ spell: Quality products at affordable prices.

A recent phone call to a veterinarian’s office had me bug-eyed. When I explained to the client care representative that I ‘thought’ my dog had fleas, she advised me to go to a pet store or to a discount shopping club for the best-priced flea product. Never mind the exam my pet should have had…or even a cursory look to see if the pet had fleas. Never mind a handout, a suggestion that I look at their website for advice, or read one of their blogs. This representative had no faith in any of that – it was only about price…and surely it was cheaper elsewhere.

Marly is tired of vets losing business to the big chain stores

First of all, when you add in the specials anyone of your vendors are willing to heap upon you, your prices are competitive and if you don’t believe me, have your front team do the math. Compare your prices to other major retailers pill per pill or application-toapplication, including all the promotions you are running. You’ll find your prices are quite competitive.

Secondly, since when aren’t you falling over yourselves to help your clients? Since when are you not willing to educate them about parasites, teach them how to treat the pet and the environment, show them how to correctly apply a product (or apply it for them), and immediately remedy anything that might go wrong? Isn’t that worth anything? Isn’t that better for your clients and your patients?

This spring, do us pet owners a big favor: Teach us about your services and products. If you truly care about us, you’ll invite us into your practice and manage all the care of our animals yourselves. Surely you and your team are a much better advocate for our pets’ well-being than the store employee hanging out in aisle two.

Bash Halow is a veterinary practice consultant. He is a Certified Veterinary Practice Manager, a Licensed Veterinary Technician in the State of Delaware, a Registered Veterinary Technician in the State of New Jersey and a member and founder of the New Jersey Veterinary Hospital Manager’s Association.

For more information go to
www.halowconsulting.com or
www.halowconsulting.blogspot.com